What would be the most useful perspective to look at to help focus on interests,not positions in a principled negotiation?
A)Maslow's Hierarchy of Needs
B)Theory X and Theory Y
C)Piaget's theory of cognitive development
D)John Locke's theory of value and property

Question

Quizplus · Accepted Answer

Maslow's Hierarchy of Needs is the most useful perspective to look at to help focus on interests, not positions in a principled negotiation. This theory suggests that people's needs are arranged hierarchically and that they must satisfy lower-level needs (such as physiological, safety, and belongingness) before they can focus on higher-level needs (such as self-esteem and self-actualization). By understanding the underlying needs of each party in a negotiation, the negotiators can find common ground and create solutions that satisfy both parties' needs.

What Would Be the Most Useful Perspective to Look at to Help